Extended Family – A family that consists of more than just the parents and children. Included in the extended family are uncles, aunts, grandparents, nephews, cousins or even less closely associated “relations.” In western countries the extended family rarely exists.…
Author: Glossary
Call Purchase
Cadre – A salesperson who receives a relatively large amount of latitude, support, and attention from his or her sales manager. Cadres receive special treatment from their managers from their managers because they are perceived to be particularly competent, motivated,…
Vertical Market
Vertical Cooperative Advertising – Advertising in which the retailer and other previous marketing channel members (e.g., manufacturers or wholesalers) share the cost. Vertical Integration – 1. (channels of distribution definition) The combination of two or more separate stages in the…
Value Pricing
Value Added by Marketing – The increase in value due to performance of marketing activities by a firm. Value added by marketing is computed by subtracting the market value of purchased goods from the market value of goods sold. Value…
Unit Packing –
Unfair Competition – 1. (environments definition) The rivalry among sellers through the use of practices deemed to be unfair by judicial, legal, or administrative agencies such as selling products below cost to drive a competitor out of business, or dumping…
Transaction Code
Traffic Item – A consumer product in demand and with high replacement frequency that regularly brings traffic to a store or department. Traffic Management – A corporate function that is responsible for determining the mode of transportation and utilization of…
Trade Premium
Total Cost of Goods Sold – The gross cost of goods sold plus alteration room and workroom and workroom net cost, if any, less each discount earned on purchases. Total Revenue – The price per unit multiplied by sales volume…
Tariff System
Tariff – A published set of rates for transportation and distribution services. Tariff System – The system of duties applied to goods and services from foreign countries. It may be a single rate of duty for each item applicable to…
Stub Control
Strip-Type Shopping Center – A shopping center in which stores are aligned along a thoroughfare, usually set back some distance from the street to permit front parking. Stub Control – A perpetual inventory system of unit control in which sales…
Strategic Fit
Straight Salary Plan – A sales force compensation plan that relies exclusively on salary as a financial reward for salespeople. A salary is a fixed sum of money paid at regular intervals. the amount paid to the salespeople is a…